Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Negotiation Behavior
    Negotiation Behavior
    Negotiation Behavior
    Ebook234 pages6 hours

    Negotiation Behavior

    By Dean G. Pruitt and Peter Warr

    5/5

    ()

    Read preview

    About this ebook

    Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.
    LanguageEnglish
    PublisherAcademic Press
    Release dateSep 11, 2013
    ISBN9781483266206
    Negotiation Behavior

    Related to Negotiation Behavior

    Related ebooks

    Psychology For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Inside The Mind Of The Mediator

      Sep 1, 2018

      Inside The Mind Of The Mediator
      3 min read

    • Article

      The Kingmaker

      Dec 6, 2019

      The Kingmaker
      11 min read

    • Article

      Ideologies, Institutions, and Interests: Why Economic Ideas Don’t Compete on a Level Playing Field

      Jul 1, 2020

      Economists are not outside of the economy; they are part and parcel of it.... The economist is a rational, maximizing individual, subject to the predictions of economic science. In this sense there is no way that the economist cannot be influenced by

      24 min read

    • Article

      The Market Process as Nonviolent Action

      Jul 25, 2023

      Market process theory explores the sequence through which the knowledge and expectations of economic actors lead toward coordination and cooperation (Mises [1920] 1935, [1949] 1996; Hayek 1948; Kirzner 1973, 1992, 1997; Boettke and Prychitko 1998). N

      27 min read

    • Article

      A New Way To Look At Negotiation

      Oct 3, 2019

      A New Way To Look At Negotiation
      8 min read

    • Article

      Strategy + Design Thinking = Stakeholder-Centric Design

      Sep 1, 2018

      OVER THE PAST 15 YEARS, design thinking has had an explosive impact on innovation and commercialization, especially within established firms. The Rotman School’s former Dean, Roger Martin, has contributed mightily to these advances, notably through h

      6 min read

    • Article

      Bootleggers and Baptists Go Digital

      Sep 1, 2020

      Technical change in general and digitalization in particular enhance competition by reducing the cost of transactions (Munger 2015). However, potentially valuable transactions may be prevented by already-existing or newly introduced regulations. Why

      29 min read

    • Article

      Getting Rent Reviews Right

      Sep 3, 2020

      Getting Rent Reviews Right
      6 min read

    • Article

      Mediation On The Table

      Apr 29, 2021

      Mediation On The Table
      6 min read

    • Article

      The Power Of A Prospecting Mindset In Negotiations

      May 1, 2018

      IN MY OBSERVATIONS OVER THE YEARS, it is clear that many negotiators want to avoid losing, win big and come out strong. I get this. There’s a feeling of security that these words conjure up. In any kind of competition where there’s a winner and a los

      4 min read

    • Article

      Why We Need A Resolution Revolution

      Jan 26, 2024

      Why We Need A Resolution Revolution
      6 min read

    • Article

      How To Hire Your Head Honcho

      Jun 25, 2018

      How To Hire Your Head Honcho
      3 min read

    • Article

      New Approach To Formal Contracts

      Mar 1, 2023

      Due to its emphasis on fostering trust between the parties involved, a new approach to formal contracts has taken the spotlight; relational contracts. Traditional contractual agreements typically include very restrictive terms that can stifle communi

      2 min read

    • Article

      New Approach To Formal Contracts

      Mar 1, 2023

      Due to its emphasis on fostering trust between the parties involved, a new approach to formal contracts has taken the spotlight; relational contracts. Traditional contractual agreements typically include very restrictive terms that can stifle communi

      2 min read

    • Article

      The Issues That Shape Strategy

      Feb 25, 2021

      The Issues That Shape Strategy
      15 min read

    • Article

      The Trust Revolution: How the Digitalization of Trust Will Revolutionize Business and Government

      Jul 1, 2020

      By M. Todd Henderson and Salen Churi New York: Cambridge University Press, 2019. Pp. xvii, 215. $29.99 paperback. The Trust Revolution provides an account of the role that trust plays in improving human conditions and of how technology can shape that

      6 min read

    • Article

      Introduction: Symposium On Polycentric Systems In A Free Society

      Sep 1, 2020

      A polycentric system is one where there are numerous decision-making units, each with autonomy in action, operating within a shared set of rules. A polycentric order stands in contrast to a monocentric order, where there is a single centralized decis

      7 min read

    • Article

      Conflict In The Workplace: We Need To Talk

      Nov 25, 2021

      Thank you for sparing the time to talk to us, Mr Liddle! Could we begin with a few words on what made you pursue a career in conflict resolution? Following my first degree in Race Relations in the late 1980s and early 90s, I worked in a large UK cit

      8 min read

    • Article

      Influence by Design

      May 1, 2020

      Influencing others to take a new approach is an inherent — yet often problematic — leadership challenge. Despite the broad application of Design Thinking’s customer-centric tools and frameworks, my colleagues and I have discovered that there is an un

      6 min read

    Related categories

    Reviews for Negotiation Behavior

    5/5

    1 rating0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Negotiation Behavior - Dean G. Pruitt

      Enjoying the preview?
      Page 1 of 1